How To Sell Value | 5 Minute Sales Training

all right here's what air travel should be and here is what air travel is [Music] all right so look so i fly a lot right in fact i've got status on three different airlines i'm not proud of that fact it's such a glamorous life travel what with weather delays and flights being cancelled and screaming babies not to mention the delicious airport food we have a turkey sandwich a chicken quesadilla and a cold fish head now recently i flew from sacramento california to seattle washington and i got to the airport late in the day and there weren't a lot of people around so i figured there were seats available in first class i went up to the counter and i asked the question is first class full and if not what's the price to upgrade on this flight and the gate agent politely did her little thing she entered the information into the computer and she looked up and she said first class it's a 52 upgrade what 52 52 to upgrade to first class let me ask you would you pay that would you pay 52 to upgrade to first class and to my mind in a heartbeat my uncle ed wouldn't no my uncle ed would say the back of the plane gets there at the same time as the front of the plane yes but the foot is more comfortable we're not nearly as boxed in maybe we get a little bit of breathing room maybe a refreshing adult beverage at the end of the day for 52 dollars is it worth it to you now look i get it it's not worth it to everyone but this is the way it works we make value equations in our minds and we do it all the time as consumers this is what we do we are constantly making these value equations and we're asking the question not is it worth it that's not the question the question is is it worth it to me this leads me to a very important point pay attention please value is a buyer word not a seller word value is a buyer word the buyer owns that word and if it's not valuable to the buyer it ain't valuable what is valuable to you may not be valuable to me now look that all sounds obvious right you know i've heard this all before but here's the problem oftentimes we have sales people that spend too much time sharing what they think is valuable i was once at a car dealership and i had a sales person who had just come from some sort of training class where he was learning all about the limited slip differential in this car and i want to tell you he rambled on and on and on until i wanted to stab somebody in the eyeballs either him or me whatever can i make a suggestion to you stop inflicting the customer with your version of value find out what's valuable to them now how do you avoid sharing value that's not value ask ask your customer the more you understand about their values the more likely it is that you will be of service to them now there are two ways you can ask this question one is to ask what is most important to you going forward i'm looking and saying what's on your must-have list what does this look like when the problem is solved that's important but the other question and this is the one that usually gets missed where are you coming from what's not working now what is uncomfortable in your life if i can figure out what they're coming from and why that's pain and if i can figure what they're moving to and why they find that joy that's when i understand their sense of value the last car that i bought you know what the number one thing that i had in that car that i didn't have in my previous car phone call clarity i know that sounds silly but the old car when i was making a call it sounded like it was calling somebody from the bottom of a canyon in in tibet somewhere but now when i make the call it's just clear as a bell phone call clarity yes it's important to me i make a lot of phone calls from the car because that's my sense of value but if you don't understand that it'll be very difficult for you to sell me jeff shore a car look it's okay to find your product valuable it's not okay to inflect your sense of value on the customer don't do it please don't do it and why because value is a buyer word not a seller word thanks as always for watching the five minute sales training until next time learn more to earn more [Applause] [Music] [Music] [Applause] [Music] you

Channel: Jeff Shore Sales Training

Views: 28,371

Rating: 4.9583335 out of 5

Keywords: How to sell value, selling value in sales, selling value, How to sell value in sales, 5 minute sales training, jeff shore, customer value in sales, selling value to the customer, selling value to customers, value selling sales training, beyond selling value, sales training, sales tips, sales training videos, sales training 101, sales basics, sales training videos for beginners, tips for sales, sales techniques, sales tips and techniques, sales tips for beginners

Id: FgtqT4UnfUo

Length: 5min 24sec (324 seconds)

Published: Sat Mar 07 2020